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Using a broker to help find a contract manufacturer or copacker can offer several up front advantages, including market knowledge, industry contacts, and negotiation expertise. However, there are potential risks and downsides associated with this approach that emerging brands should consider carefully.
(As with all content on this site, this should not be construed as legal advice. Anyone engaging a contract should engage with appropriate legal counsel for guidance. The purpose of this document is to provide background information on this contract topic. Anyone contemplating types and structures of contracts must perform their own due dilligence and seek trusted professional advice.)
1. Cost
Broker Fees: Brokers typically charge fees for their services, which can be structured as a percentage of the contract value or as a flat fee. This additional cost can impact the overall cost-effectiveness of the outsourcing decision, especially for smaller brands with tighter budgets.
Hidden Fees: Some matchmaker sites behave as brokers, charging ongoing fees to contract manufacturers based on volume. These services may be free for brands; however, the contract manufacturer will ultimately pass the cost on to the brand. These added costs can impact your cost of goods and profitability. These fees may or may not be disclosed.
2. Transparency
Indirect Communication: Working through a broker means that the brand does not initially communicate with the contract manufacturer or copacker. This indirect communication can lead to misunderstandings or misalignments regarding the brand’s specific needs and expectations.
Hidden Agendas: There’s a risk that brokers might favor certain manufacturers or copackers based on their commission structure or relationships rather than the best fit for the brand’s requirements.
3. Dependency
Reliance on the Broker: Over-reliance on a broker can limit a brand’s direct knowledge and understanding of the manufacturing landscape. This dependency might hinder the brand’s ability to independently navigate the market or negotiate contracts in the future.
Loss of Control: There’s a potential loss of control over the selection process, as the broker pre-filters options based on their criteria, which might not fully align with the brand’s priorities or strategic goals.
4. Quality and Fit
Mismatched Partnerships: A broker’s understanding of a “good fit” might not accurately match the brand’s culture, values, or specific operational needs. This can result in partnerships not ideally suited to the brand’s long-term goals.
Quality Assurance: The broker’s assurance of a manufacturer’s quality standards and capabilities might not be as thorough as if the brand were to assess potential partners directly, increasing the risk of quality issues.
5. Market Knowledge
Generic Solutions: Some brokers may apply a one-size-fits-all approach, lacking a nuanced understanding of a brand’s unique market position. This leads to recommendations that don’t fully cater to specialized or niche market needs.
Outdated Information: If a broker is not well-integrated into the current manufacturing landscape or specific industry trends, their knowledge and contacts might be outdated, leading to less optimal recommendations.
6. Long-Term Relationship Building
Intermediary Barrier: The presence of an intermediary can inhibit the direct relationship-building between a brand and its manufacturing partner, potentially impacting the strength of long-term collaboration and mutual understanding.
Mitigation Strategies
Brands choosing to use a broker should consider these mitigation strategies.
- Conduct due diligence on the broker’s reputation, methods, and fee structure, including hidden fees paid by the contract manufacturer.
- Clarify communication processes, ensuring transparency and direct contact with potential manufacturing partners when necessary.
- Consider involving legal counsel to review broker agreements and any subsequent contracts with manufacturers or copackers.
- Use the broker’s services as a complementary strategy, not the sole method, in the search for a manufacturing partner, retaining an active role in the selection process.
While brokers can provide valuable services and insights, brands should weigh these potential downsides against the benefits, ensuring they maintain an active and informed role in the selection process to find the best fit for their manufacturing needs.
By Carl Melville Managing Partner, TMG and Founder of CoPack Connect
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